Account Executive - Security

職務内容

エンタープライズ顧客を対象に、Ciscoのセキュリティソリューションに関する高度な専門知識と市場理解を活かし、顧客の経営課題やIT戦略に沿った戦略的な提案活動およびビジネス機会の創出を推進していただきます。

顧客の経営層や主要な意思決定者との関係構築を通じて、セキュリティ領域における戦略的な意思決定に影響を与え、Ciscoの競争優位性を活かしたソリューション提案をリードする役割です。

主な職務内容

• 戦略的顧客関係の構築： 経営層、CIO、CISOおよび主要な意思決定者との関係を構築し、顧客の経営課題やIT・セキュリティ戦略を把握した上で、新たなビジネス機会を創出する。
• ソリューション戦略の策定： セキュリティアーキテクチャおよび関連技術に関する高度な専門知識を活かし、顧客のニーズに応じた包括的なソリューションと中長期的な提案戦略を策定する。
• 大型・複雑案件の推進： 顧客へのコンサルティング型提案、競合分析、PoC・PoVなどの技術検証をリードし、技術的価値とビジネス上の投資対効果を明確にした提案から受注までを推進する。
• 社内関係部門との連携： アカウントチーム、ソリューションエンジニア、製品・事業部門と連携し、顧客に最適なソリューションの実現および案件戦略の最適化を図る。
• 市場・製品戦略への貢献： 顧客との対話や市場動向から得られたインサイトを社内関連部門へフィードバックし、製品・サービスの改善、新たなビジネス機会の創出および市場競争力の強化に貢献する。

必須要件

• 大学卒業以上かつ関連業務経験7年以上
• エンタープライズ顧客向けのITソリューションまたはセキュリティ領域における法人営業・ソリューション営業の豊富な経験
• ネットワークセキュリティ、クラウドセキュリティ、ゼロトラスト等のセキュリティ領域に関する幅広い知識および専門性
• 大手企業の経営層、CIO、CISO等の意思決定者との関係構築および戦略的な提案経験
• 複雑な顧客課題を分析し、複数の製品・サービスを組み合わせたソリューション提案を主導した経験
• 競合分析や市場動向を踏まえた営業戦略の策定、および大型案件の推進経験
• 社内外の多様なステークホルダーを巻き込み、主体的にビジネスを推進できる高いコミュニケーション能力および交渉力

歓迎要件

• Cisco製品・ソリューション、または主要セキュリティベンダー製品に関する知識・提案経験
• PoC・PoVや大規模なセキュリティアーキテクチャ導入プロジェクトの推進経験
• グローバル企業や多国籍チームとの協業経験
• 英語でのビジネスコミュニケーション能力

Owns relationships and influences strategic decisions within the customer’s buying center. Works with and supports account teams and customers to understand customer needs and position Cisco’s area of specialization. Applies deep architectural expertise and broad solution knowledge, enriched by competitor intelligence and industry insight. Maintains expert-level knowledge of all elements of the business case, including the drivers of cost, benefit, risk. Provides architectural expertise across opportunities without direct ownership; maintains architectural-specific forecasting while triangulating technical projections with broader portfolio planning to ensure alignment. Leads technical proof of concept and proof of value engagements, implementing scaled demonstration environments to showcase solution capabilities and business outcomes prior to customer commitment. Develops comprehensive proposals highlighting Cisco offerings that address solution gaps and aligns with customer objectives. Works closely with solution engineers, account teams and customers to set the direction and strategy for specific focus areas / architecture. Provides valuable feedback from customer interactions to Cisco’s development teams, influencing product roadmaps and ensuring solutions are adaptive to emerging market demands and technological advancements

• Specialization and Focus - Aligned by specific Cisco architecture and/or industry focus, Expert with deep technical and product knowledge in a specific area of specialization, Deep understanding of relevant vertical or industry,, Predominantly interacts at direct customer-level
• Customer Engagement and Accountability - Mostly in direct contact with customer and interacts with IT, LOB, CXOs, & decision makers, Primary influencers, specifically in Qualify and Proposal phases, May participate across full life-cycle
• The Internal Sales Process - 10-25% of time may be spent with internal business units (more require more time for larger deals)
• Corporate Interlock - Collaborates with the business unit to develop appropriate customer solutions, which may require new product development or enhancing functionality for existing products
• Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP)
• Success Measures - Increased revenue for architecture - Displace competitor and increase wallet share, increased market share - Customer relationship development What You'll Do:
• Leverages advanced market and technology knowledge to advise on strategic architecture deployments
• Contributes to complex deal cycles with substantial business contributions
• Focuses on a broad range of products and services across an architecture, expanding knowledge across architectures
• Develops and refines comprehensive competitor profiles utilizing internal databases, market research, and customer insights
• Facilitates discussions with portfolio teams and other cross-functional teams to dissect competitors' strategies, advancements, and market positioning
• Incorporates competitive intelligence into integrated account plans, ensuring they are relevant and competitive
• Leads detailed discovery and consultative discussions with customers, integrating insights from Cisco’s various architectural domains to craft comprehensive, tailored solutions
• Collaborates closely with internal stakeholders to develop a targeted, technical point of view on Cisco solutions and Cisco’s position as a strategic partner
• Ensures all customer facing materials incorporate competitive intelligence, highlighting unique capabilities and forward-looking innovations aimed at driving customer success
• Develops architecture-specific strategies for an account base, integrating Theater resources
• Brings to bear the power of an architecture to inform account team roadmaps, address common industry challenges, and align Cisco’s capabilities with customer objectives
• Develops and commercializes new insights within an architecture based on evolving customer demands, novel product and service applications
• Sets the direction and architectural strategy to shape account team business cases and drive account team alignment to minimize adoption barriers and de-risk renewals
• Conducts forecasting for future business and leads the development of bill of materials for technical proposals
• Leads technical solutions discussions with key decision makers and demonstrate how Cisco solutions drive growth and support customer outcomes Minimum Qualifications: Bachelors + 7 years of related experience, or Masters + 4 years of related experience, or PhD + 1 year of related experience

Why Cisco?

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era - and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.